Cerebral Selling

JANUARY 14, 2023

When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. What type and quality of prospecting outreach is the rep doing? How many of those type of actions does it take to build enough pipeline?

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

AUGUST 14, 2024

” And then there is a random series of meaningless insights like, “You need more pipeline, You need more top of funnel, You need to get your meetings/demos/calls up, You need to do more prospecting… ” My reaction is, “Weelll, that might work, fingers crossed… ” This isn’t coaching!

Cross-sell 134

Cross-sell Pipeline High impact Meeting 134

Martech

JANUARY 14, 2025

Whether spotting recent visitors (for Breeze Intelligence add-on users) or gauging top prospects, these notifications help sales teams prioritize leads effectively and strike while the interest is high. How it helps you This update empowers sales managers and their teams to prospect and build pipelines from anywhere.

Objectives and Key Results 62

Objectives and Key Results CRM Campaign Pipeline 62

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Any sales management training system should include, at minimum, a basic refresher on the fundamentals of good salesmanship: from prospecting to closing deals to setting effective goals for bottom-line growth. Heads up: Your team will only ever be as good as its manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

SEPTEMBER 17, 2020

Let’s look at some examples: Pipeline coverage is a critical indicator of our ability to meet our goals. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!” If a sales person has a 50% win rate and the right average deal size, her pipeline only has to be 2 times.

Pipeline 116

Pipeline Quota Meeting High impact 116

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. What high-value activities a sales team should focus on.

Quota 131

Quota Cold Call CRM Sales 131

Partners in Excellence

MAY 3, 2022

” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You don’t have enough in your pipeline. Pipeline health is impossible to determine unless you know the linkage to orders and revenue. You aren’t going to make your forecast.

Quota 131

Quota Pipeline CRM High impact 131

Partners in Excellence

JANUARY 20, 2015

That they are managing their pipelines well and have high integrity pipelines. That they are developing and executing high impact call plans, developing territory and account plans to maximize growth and share, that people are prospecting as effectively as possible. Sales People Are Not Automatons!

Territory 123

Territory Trust Pipeline High impact 123

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 62

Prospecting Pipeline Contact High impact 62

Partners in Excellence

APRIL 7, 2019

SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. What if we rethink these SDR roles?

Manufacturing 92

Manufacturing Pipeline High impact Prospecting 92

Partners in Excellence

DECEMBER 9, 2018

If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. They help us understand how many deals, how much prospecting, and so forth.

Territory 95

Territory Pipeline Commission Sales 95

Martech

JUNE 28, 2022

Sales has limited access to prospects and customers. The teams are pushing out random campaigns in a world where prospects and buyers already know what’s coming when they download a white paper or attend a webinar. Personalized workshops for prospective buying teams at your target accounts. We know the facts.

B2B 113

B2B GTM Cross-sell Cold Call 113

Partners in Excellence

JULY 15, 2019

” So much of the discussion about sales these days focuses on the top of the pipeline, that is, how do we find more opportunities. “Want to grow 20%, you have to prospect and find 20% more opportunities. More prospecting is the answer to every problem we have in achieving our numbers or to growing our business.

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Partners in Excellence

MAY 11, 2012

People implement CRM thinking “because we have CRM, we have much greater insight into our customers, pipelines, opportunities, and so forth.” Do we know how to develop and execute high impact sales strategies? Do we understand how to manage our time, leveraging it for maximum impact?

CRM 112

CRM Trust High impact Presentation 112

Partners in Excellence

JULY 7, 2015

Likewise in making high impact sales calls, or prospecting, examining the things we and our customers do to create the desired outcomes enables us to define those things we need to do to produce results. Knowing what creates a healthy pipeline with good velocity and doing those things creates healthy pipelines.

Sales 101

Sales Pipeline High impact Pitch 101

InsightSquared

AUGUST 28, 2019

At each stage, where is the prospect in the buyer’s journey? Once you have a process in place, clearly define the process, so that reps are able to explain why each opportunity in their pipeline belongs in its current stage and close date period. Setting an Impactful 1:1 Agenda. Understanding How the Pipeline Has Changed.

Pipeline 87

Pipeline CRM Follow-up Process 87

Partners in Excellence

JUNE 5, 2019

We have those arguments with the pipeline, the funnel, and now the flywheel. And to be honest, I’ve never found the nuances of a pipeline and funnel very informative, and I feel somewhat the same about the flywheel. They are more concerned about the new name than the fundamentals and underlying issues.

Commission 119

Commission Territory Sales Drivers/motivators 119

Sales Hacker

JUNE 19, 2019

Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. With that setup, you can automate the customer data to your CRM dashboard and make your sales prospecting process a lot less manual. Here’s how it works….

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Hubspot

JUNE 15, 2023

Sales reps who currently use AI/automation in their role say they most often use AI/automation tools that offer data-driven insights, like sales forecasting, lead scoring, pipeline analysis, etc. And one in five reps reported the most significant reason prospects back out of deals is because the sales process takes too long.

B2B 87

B2B Sales Prospecting High impact 87

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 50

Prospecting Sell Appointment Meeting 50

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. Instead, it is information sharing or an update on something–perhaps a deal, an account, the pipeline. One of the reasons, front line managers are probably so bad at this, is they probably don’t get a whole lot of high impact coaching themselves.

Territory 62

Territory High impact Pipeline Strategize 62

Partners in Excellence

FEBRUARY 28, 2018

Constantly prospect. Plan and execute high impact calls. If you like doing deals, but can’t stand to prospect, pretty soon your pipeline will be empty and you will have no deals to move forward. I read dozens of articles outlining the single thing sales people or managers need to do to drive sales success.

Referrals 59

Referrals High impact Sales Prospecting 59

Hubspot

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. How productive your reps are in terms of closing deals and communicating with prospects. But what about considering the people who are working to sell your products every day? Let's dive in.

Sales 99

Sales Quota Commission Drivers/motivators 99

Sales Hacker

MAY 17, 2021

It’s a place in the mythological cloud where you can build this giant set of interconnected data with all the information you collect as your sales team works with customers and prospects alike. High Impact, high value data capture. Empower them by giving them visibility and ownership into their own pipeline.

CRM 99

CRM Objectives and Key Results Pipeline Finance 99

Partners in Excellence

AUGUST 26, 2020

We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, …… ” These focus on what sales people have to do, they are generally closely followed by techniques and tools focusing on how we do those things.

Start-ups 100

Start-ups High impact Technique Follow-up 100

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. And, too often, it’s a directive engagement, “Go do these things… ” High impact coaching is a collaborative conversation, a learning conversation. It’s not a specific activity, though we tend to treat coaching as this.

High impact 62

High impact Pipeline Conversion Meeting 62

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people.

Customers 59

Customers High impact Territory Pitch 59

Partners in Excellence

OCTOBER 19, 2022

However, every deal review, every pipeline review, every territory/account review, every call plan, every forecast will be done with CRM. Meaningful, high impact conversations with the right prospects and customers are what drives engagement and our ability to achieve our goals. But I’m not going to measure it.

Territory 48

Territory High impact CRM Pipeline 48

Partners in Excellence

OCTOBER 31, 2019

As with most pipelines I see, many of these people’s were anemic. Even if they won 100% of the opportunities in their pipelines, they would fall far short. They knew they needed to prospect, but as many of us think, it’s just such a pain in the ass. Stop… You Don't Fix Pipeline Problems In The Pipeline!

Pipeline 48

Pipeline Prospecting High impact Campaign 48

Partners in Excellence

OCTOBER 1, 2016

The most appropriate stories in introducing ourselves to prospects are very different than those we use in presenting our solutions, closing, and even after we’ve gotten the order. Paul’s guide will be the cornerstone to all my future speeches, and to most of my prospecting calls.

Inside sales 85

Inside sales Construction Presentation Meeting 85

Partners in Excellence

DECEMBER 5, 2019

Many miracle cures focus on just one part of the sales job, “Just focus on prospecting… Focus on your value proposition… It’s all about your questions… ” All of those things are important, but focusing on one as “the answer to success” is just wrong. We have to do the whole job.

Assembly Line 74

Assembly Line Territory High impact Technology 74

SaaStr

JUNE 27, 2024

He prioritizes and optimizes his day by focusing on the things that have the highest impact or are fun, and that never changes. Of course, the things that have a high impact are very different from the early days. Instead of fixing the pipeline so it was stable, they had to keep hiring people, which is why they grew so quickly.

GTM 104

GTM Launch Finance Start-ups 104

Sales Hacker

MARCH 23, 2020

This is a full week of actionable, high-impact training — 100% free and accessible from your computer or mobile device. Prospects are defining more and more when, where, and how they want to be sold to. The end of the year is the perfect time to assess your performance , set goals , and rev up for the new year.

Sales 89

Sales Growth B2B Networking 89

Partners in Excellence

SEPTEMBER 5, 2016

” The concept and aspiration can be applied to virtually anything we do, down to the most minute level–a great email prospecting campaign. If we struggle to execute high impact sales calls, consistently getting customers to move things forward, “What’s a great sales call look like?”

Cross-sell 58

Cross-sell Quota Pipeline Represent 58